The sales and selling management (SSM) course covers both the strategies, and the tactics, of selling, from the wide-ranging perspectives of sales people and customers. Management topics include: motivation and behavior, sales methodologies, channel optimization, recruiting and selecting representatives, training, compensation, and evaluation. Class also covers in-depth through the class practice sales tactics such as: prospecting and sales call planning, communicating the sales message, negotiating for win-win situations, overcoming objections, closing the sale, and follow-up management. Reflecting the nature of practice selling, the SSM course is offered in a short series of longer days. Prereq: none, but BUS 400 or BUS 610 is encouraged. No credit earned if credit earned for BUS 675 if listed as Selling and Sales Management.
You must sign up in the Dept Office before registering through WEBCAT.
Colleges not allowed in section: Paul College of Business&Econ
Only listed classes in section: Junior, Senior
Additional Course Details:
All majors are welcome who see themselves needing exposure to selling techniques and differing customer types for professional development. This course is mostly a workshop where selling is not just studied but practiced, observed and honed in. a supportive, developmental setting.